Establish a Business Development Role

Common Problem:The Sales Pipeline is Not Consistently Full
For many organizations, the problem with maintaining a full sales pipeline starts right at "the front of the train" with an inconsistent lead generation effort.

While some companies may execute a few marketing activities (trade shows, advertisements, direct mail, etc.), the burden of filling the sales funnel still falls heavily on the sales team's shoulders.

Impact:

Unproductive and less effective sales team
Fewer sales per sales person
Inconsistent emphasis on new business

The Solution: Business Development Department

Let Focus America help you establish an in-house, proactive Business Development Department.

Whether this is your only sales lead generation stream, or a complement to your other activities, your Business Development Department will work every day, under the direction of a well-defined lead generation process strategy and structure, to keep adding qualified leads into the sales pipeline.

Common Problem: Leads Generated fall through the cracks
Do you invest in lead generation activities (trade shows, advertising, etc.), hand the leads to your sales team and watch them fall through the cracks?

Impact:

Lose 80-90% of the sales potential that the leads offered
Cannot determine a Return On Investment from marketing
Constantly hear that the sales leads were low quality

The Solution: Business Development Department
The role of the Business Development Department is to ensure that:

Leads without an immediate project don’t “fall through the cracks”
Your organization “squeezes” out every possible sale
You can track and evaluate the results of your marketing activities:

Let Focus America establish your in-house Business Development Department. This new department will follow up on each lead generated and hand the sales team only those with an immediate need, cultivating the rest, over time, until there is a real project.

View the Implementation Process